Relationship Selling Case Study

1584 Words 6 Pages
The term relationship selling has been used extensively in the last two decades to emphasize on the importance of the relationship between the companies in the Business to Business selling (Morgan, 1999). According to the statistics only 2% of the sales are made during the first sales call so despite the ultimate goal of signing the deal I believe that the first sales contact should be focused on laying the foundations of the buyer-seller relationship, by building a rapport and trust between the salesperson and the prospect and getting to know each other better (Clay, 2009). Implementing those strategies salespeople increase their chances to win the clients trust and sympathy, leading factors which determine the client’s buying decision. …show more content…
Regardless of whether it is a phone call or a meeting, everything that they do and say in the first few minutes has a huge impact on the way they are perceived by the prospect. Many sales professionals underestimate the power of the greetings and never make an effort to improve the way they start the conversation (MacPherson, 2014). A professional greeting is the first chance for the salespeople to shine so it worth preparation and planning in advance. The way we greet a potential customer not only influence the immediate reaction that we get but could also affect the relationship with the client and the overall success of the sale (Evans, 2000). Using professional greetings with a touch of personality could really add value to our initial sales call. In addition the greeting could be something that the client remembers and associates us with so it practically could act as our unique personal signature. When meeting in person with a customer that greeting has to be accompanied with a firm handshake and an eye contact. Both of these techniques are fundamental in positioning the sale person as professional and genuinely interested in the client. (Evans, …show more content…
Despite the fact that selling is a people business and always will be, many salespeople continue to not understand this right which is the reason why this profession still has a major image problem. A recent research conducted by Gallup on the topic of professions that people trust, identified that salespeople are in the bottom 10% (Gallup, 2014). In B2B selling overpromise and under deliver can guarantee the end of the relationship with the clients and your chances to make a deal with them. Making potential customer believe in you increases your chances to succeed dramatically and gives you a major competitive advantage in the sale

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